Wheeling Sunday register. [volume] (Wheeling, W. Va.) 1882-1934, 1887-02-20
BOOK CANyAssING.
The Soft abandonment which Insures sue
cess to h Willy Word Singer n How
He Acquires Them.

He Acquires Them.
81. Louis Globe Democrat.
swell" said the canyasser, putting his
portfolio on an adjacent desk, while he
presented his autograph album and pro-
dueed pen and ink from q secret recess in
his vest, ''now let me tell you that gall is
not sucha pre-eminentin gredientin a book
canvasser's makeup as you and q great
many other person sseem to imagine. Our
first lessons are taken from the Bible,
which teaches meekness and humility.
A real book V never loses his tenn
per; he never gets angry; he never argues;
but he gradually leads the conversation
into pleasant channels, and makes life as
agreeable and enjoyable to all around him
as he possibly an. The only resistance a
true canvasser will make to anybody is
when his calling is impeached. He is
early taught to stand up for the honor OF
his calling, in spite of all that may be told
him of it. There are blacksheep in every
flock, and all men should not be held re-
sponsible for the sins of a few.
1.-THE best way, though, to illustrate our
teachings is to tell you how We work-and
all we do comes out of our course of study,
rs you call it our book of instructions, we
call it. We depend on ourselves to the
largest possible extent. Sometimes we
have a helper, that is, n gentleman or lady
of certain n~eighbOrhoOd who, in conside-
ration ola free copy of the book, introduces
us to certain people, but the great trouble
about helpers is that they insist on talking
and recommending your work after
introducing you thereby displaying
their interest and injuring your
prospects. 1t is harder to keep the help,
ers' quiet than to get along without them,
80 l choose not to have them. The power
of influence we, of course, fully recognize
but it is the influence of example by
leaders either in society or business. For
this reason we are always glad To have good
names to shOw-some names in the build,
ing, in the block or in the immediate
neighborhood. On approaching n gentle
man, whose subscription We desire to Sc,
cure We have several things TO consider,
and / shall mention them in their order.
We generally ascertain the gentleman's
name, and We make it a point never to for
get a name one acquired. 1t is pleaSanter
and more effective to call "A man by his name
when you meet him the first time because
it makes him feel that his Importance is
appreciated, and that his fame is not con-
fined to his family and immediate friends.
After meeting him we look him squarely in
the eye, and, without staring him, hold
him as the ancient mariner held his friend
with his glittering orb. There is great
power in the human eye, and, besides ii
shows that you are not doing anything you
are ashamed of. If the person is engaged,
or ''too busy" we try TO make an appoint
ment for some other time. If we are can
wasting in families and there are children
present, we notice them and say nice
things about their looks or comment on
their resemblance to the head of the honse.
'"The mex thing after securing attention
is to create n desire on the part Of the per
son to see what you've got, for desire must
precedc demand. That is another of ON
axiOms. We never show our books until
we have created the necessary desire. You
may have observed that ! tried TO keep my
portfolio hidden by the flap ofmy overcoat.
When we do show our book we do not let il
go out of IL hands, but beginning at the
cover, explain all its good points, putting
our descriptions into the best words we can
master. We keep cool, do not bury; are
concise and direct in our language, and
try never to weary or worry our customer.
Then we secure the order. As soon rs the
customer sllowns signs of yielding, We
have pen and ink rcady-we always carry
ink-and obtain his signature while hi:
mood is favorable. After getting the sig
nature we keep away from the subscriber
until we are ready TO deliver the book, and
the delivery is made at a time when w,
know the subscriber has money-when III
gets his salary if working man, and aftel
crop time if he lives in the country.
COLLECTIONS? Oh, gracious, yes, W
hear plenty of objections. We are taught
to expect them, and we train ourselves u
meet and answer them. In doing this W.
aim to be pleasant and happy, without
being Extensively smart, and we avoid, a.
far as possible, direct answers or laboreC
arguments Agents who are afraid to de
pend on their own facilities in such emer
gencies have n manual form which they
may study and memorizc answers To the
ordinary ohjcctionpwhich are offered"